Territory Sales Representative - Flooring Specification

Overview

We are partnering with an established flooring organization to identify a Territory Sales Representative – Flooring Specification for the Sacramento and San Francisco, California markets. This is a hybrid role focused on developing specification opportunities and building strong relationships with architecture and design (A&D) firms and other design and construction professionals throughout Northern California. Candidates may be based in either Sacramento or San Francisco, with regular travel throughout the assigned territory.

This position will focus on specification sales, working alongside an established dealer sales representative who manages dealer accounts throughout the region. The territory is essentially a new market development opportunity, with a limited number of existing contacts available for transition.

The ideal candidate has a strong background in B2B specification sales, preferably in hardwood flooring or related architectural and design products, with the technical knowledge and consultative selling skills to develop a territory from the ground up.

Key Responsibilities

• Develop and maintain relationships with architects, interior designers, A&D firms, and other specification decision-makers throughout the Sacramento and San Francisco markets

• Drive product specifications for residential and commercial projects through targeted business development and relationship building

• Identify new project opportunities and build a strong pipeline of specification-driven business

• Conduct presentations, product demonstrations, and educational sessions with architecture and design professionals

• Provide technical product information, installation guidance, samples, and sustainability documentation, including FSC, LEED, and low-VOC information, to support specifications

• Track specification projects, customer engagement, and pipeline activity using Salesforce

• Collaborate with the existing dealer sales representative to coordinate specification opportunities and support project conversion

• Build market awareness and establish relationships in a territory with limited existing business

• Monitor regional design trends, competitor activity, and opportunities for territory growth

• Participate in industry events, trade shows, and A&D community activities to strengthen market presence

Ideal Background

• 8+ years of B2B sales experience, preferably in hardwood flooring, architectural products, or related design-focused industries

• Proven success developing product specifications and building relationships with architects, designers, and A&D firms

• Experience developing new territories and generating business through proactive prospecting and relationship building

• Strong understanding of engineered and solid hardwood flooring, installation methods, and finishing options

• Experience using Salesforce CRM for tracking projects, specifications, and sales opportunities

• Ability to collaborate effectively with dealer sales representatives while maintaining a specification-focused territory

• Strong communication, presentation, and consultative selling skills

• Self-motivated, highly organized, and comfortable working independently

• Valid driver's license and willingness to travel throughout the assigned territory

What We're Looking For

We are seeking a relationship-driven specification sales professional who can establish and grow a strong presence within the Sacramento and San Francisco architecture and design communities. The ideal candidate combines technical product knowledge, established A&D relationships, and a proactive approach to developing new specification opportunities.

This position is best suited for someone comfortable building a territory from the ground up, working collaboratively with an existing dealer representative, and managing long-term specification opportunities from initial engagement through project conversion.

Compensation & Benefits

• Competitive compensation package

• Performance-based commission structure

• Potential first-year earnings guarantee based on experience

• Benefits package

• Opportunities for professional growth

Confidentiality

All inquiries and discussions will be handled with strict confidentiality.